Sr. Territory Account Manager

Job Description

Job Description

JOB TITLE: Sr. Territory Account Manager (TAM)

This position reports to the National Sales Director.

WHO WE ARE: Located in Farmville, North Carolina, at CMP Pharma, we address the critical needs of older and younger patient populations through the development and manufacturing of a portfolio of high value semi-solid and liquid products. Our products include leading high-quality branded and generic prescription products, as well as a variety of non-prescription products, which we distribute to hospitals, long-term care facilities, and retail channels.

SUMMARY: The Senior Territory Account Manager (TAM) role is a strategic field position with responsibility for Business Planning, Customer Relationship Management, and Tactical Execution. The TAM drives commercial success by building deep institutional & Targeted Account relationships, targeting key decision makers, and executing on market development strategies to grow adoption of our portfolio of oral FDA approved liquids.

QUALIFICATIONS: To perform this job successfully, an individual must be able to perform each essential function of the job satisfactorily. The duties and responsibilities listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

DUTIES AND RESPONSIBILITIES:

Business Planning

• Develop and execute a strategic sales plan aligned with corporate revenue goals and the broader Brand Business Plan.
• Build and maintain a national target list of top institutions, hospitals, IDNs, long-term care facilities, and high-potential HCPs.
• Conduct market analysis to gain a comprehensive understanding of customer needs, market influencers, and regional dynamics.
• Analyze and map P&T processes within targeted accounts to develop action plans that support formulary access and pull-through.
• Identify and develop new business opportunities, including emerging markets and product extensions.
• Collaborate with internal teams to share market insights and influence national strategy.

Customer Relationship Management

• Serve as the primary field-based point of contact for institutional stakeholders, including prescribers, pharmacy directors, procurement leaders, P&T committees, and compounding pharmacies.

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• Build long-term relationships with key accounts to support brand pull-through, formulary inclusion, and prescribing behavior change.
• Identify and cultivate brand advocates, thought leaders, and potential advisory board members in alignment with commercial strategies.
• Partner with the Senior Regional Account Manager and internal cross-functional teams to expand engagement and awareness through speaker programs, advisory boards, and advocacy initiatives.
• Develop and maintain strong relationships with national and regional advocacy groups relevant to the therapeutic area.
• Monitor and communicate marketplace trends, barriers, and opportunities across institutions and customer segments.

Tactical Execution

• Execute national and regional field-based commercial initiatives to maximize product awareness, adoption, and revenue impact.
• Conduct targeted sales calls and educational engagements with key accounts, compounding pharmacies, and high-volume prescribers.
• Coordinate strategic business interactions between CMP Pharmaceuticals and external stakeholders (e.g., KOLs, advocacy organizations, institutional partners).
• Attend and represent the brand at national, regional, and local conferences, exhibits, and conventions to build visibility and engagement.
• Lead territory-level initiatives that align with broader market development plans, including and telesales support coordination.
• Ensure compliance with all corporate policies, industry standards, and applicable laws and regulations in all customer interactions.

REQUIRED QUALIFICATIONS EDUCATION AND EXPERIENCE

• Bachelor’s degree in a relevant field (e.g., Life Sciences, Business, Marketing, or related

discipline).

• Minimum of 5 years of experience in branded pharmaceutical sales, with a strong focus on hospital, institutional, or specialty markets
• Experience selling FDA approved oral liquids strongly preferred
• Demonstrated success in engaging thought leaders and key decision makers in clinical and administrative settings
• Proven experience navigating the P&T (Pharmacy & Therapeutics) process and securing formulary acceptance
• Experience in pharmaceutical marketing and/or sales operations is strongly preferred
• Ability to execute strategic and tactical plans effectively under tight deadlines
• Excellent verbal and written communication skills with strong presentation and influencing abilities
• Self-motivated with exceptional organizational, planning, and time management skills
• Highly collaborative team player with the ability to manage multiple initiatives across cross-functional teams

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• Proven ability to manage and succeed within a large national territory
• Deep understanding of specialty pharma or biotech, particularly within managed care environments

PHYSICAL REQUIREMENTS:

• Ability to travel extensively (up to 50–75%), which may include air and ground transportation, overnight stays, and attendance at conferences, exhibits, or customer meetings across multiple states or regions
• Ability to sit, stand, and walk for extended periods during meetings, presentations, and travel
• Ability to lift, carry, and transport promotional materials, product samples, and display items up to 50lbs
• Visual acuity and manual dexterity to operate a laptop, tablet, and mobile devices for extended periods

WORK ENVIRONMENT: The usual work environment is a typical remote home office and/or manufacturing environment. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

This job description is to be used as a guide for accomplishing company objectives. The description incorporates the most typical duties performed and covers only the primary functions and responsibilities of the position. It is recognized that other duties not specifically mentioned may also be performed. The inclusion of those duties would not alter the overall evaluation of this position.